Ultrasound Clinical Applications Specialist, San Diego/Las Vegas - Bracco Diagnostics Inc.

Ultrasound Sales SpecialistBracco Diagnostics Inc. is a subsidiary of Bracco Imaging which is part of the overall Bracco Group. The Company specializes in the clinical development, marketing and sales of diagnostic contrast imaging agents. Bracco Diagnostics Inc. primarily markets its products to hospitals throughout the United States. Bracco Diagnostics Inc. is committed to the discovery, development, manufacturing and marketing of imaging agents and solutions aimed at providing a better use and management in terms of diagnostic efficacy, patient safety and cost effectiveness.Job PurposeResponsible for the education, training, and promotion of Ultrasound (US) customers and prospective customers through clinical presentations, product evaluations, ongoing clinical support and consultative interactions as may be required to close sales, maintain and grow the Bracco Diagnostics Inc. (BDI) US market. Fosters relationships with key decision makers and maintains core relationships as defined in this document.Main Responsibilities, Activities, Duties and TasksConducts comprehensive product evaluations and timely clinical follow-up at target accounts consistent with business plans.Works collaboratively with Account Executives, and Strategic Account Managers to meet sales objectives in a timely manner and to ensure customers have a positive experience with the company and its products.Collaborates in the creation and implementation of business/sales plans aligned with business strategy specific to the assigned region.Initiates and develops contacts with existing and potential customers.Develops and implements plans to increase market share in existing accounts.Contributes to the development and maintenance of accurate account profiles utilizing company tools.Effectively manages time through territory management techniques, systems, and other company resources.Collaborates on effective account targeting to assure successful product conversions.Provides clinical/technical customer and sales support as well as a consultative resource for BDI US products through:Alignment with BDI US business marketing and sales strategies, both locally and nationally.Contribution to the development of sales strategy and tactics within target accounts.Understanding of current health care economic in regard to the BDI US market.On-label product demonstrations.Implementation of approved educational presentations.Acts as internal (sales) and external (customers/prospects) resource for BDI US product and modality.Cooperates with marketing to identify and collect case studies that are relevant to approved indications.Networks with prospects, customers, professional societies, OEM representatives and ultrasound industry to promote BDI US products and offerings at local, regional and national trade shows and conventions.Maintains up-to-date and accurate T&E/sales records by utilizing Concur and salesforce.com, respectively.Adheres to the Bracco's Guiding Principles and the company values.Supervisory ResponsibilitiesN/AEducationDegree: A verifiable BA/BS degree is highly desiredProfessional Experience, Knowledge & Technical SkillsA candidate with clinical experience that includes knowledge of echocardiography with appropriate ultrasound or medical credentialing is highly preferred.Industry experience includes a minimum of at least five years in either/or:Clinical Applications experience in CEUS or cardiac ultrasound equipment.Cardiac sonographer/nursing position with BDI CEUS experience in a hospital or cardiovascular imaging center.To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the core competencies required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Background and ExperienceExceptional working knowledge of echocardiography, US, ultrasound equipment and clinical applications, as a Sonographer, Nurse or Imaging Department Manager with cardiovascular experience.Business Planning/ImplementationContributes to the development of territory and regional plans that are consistent and aligned with business/division marketing strategy and BDI US launch objectives.Adopts and monitors tactics to address changing business dynamics and market trends to support sales objectives.Sales SupportEffectively understands and participates in the Strategic Selling processDevelops rapport with physicians and other "buyers" within the customer influence network.Participates in Blue Sheet account analysis to create effective strategy and tactics.Make recommendations to strategy/tactics when new pertinent information is discoveredDemonstrates customer focused, consultative, win-win approach in all interactions, balancing persistence with patience.Clinical/Product EvaluationsSubject Matter Expert on LumasonTM Package Insert (BDI US products)Facilitates and drives effective product evaluations with prospective customers.Assures that product evaluation tactics are consistent with sales strategy and on-label use during product evaluation.Appropriately directs customer with off-label inquiries to Professional Services and MSL.Timely and appropriate follow-up as may be required to each product evaluation.Product KnowledgeAll Ultrasound products and applicationsExpert in image recognition and quality assessment related to Ultrasound AGENTSWorking knowledge of Healthcare Economics:GPO's/IDN'sAccountable Care Organizations,ReimbursementCompetitive modalities.Technology SkillsCommitted to routine use of software/applications for communicating, planning and reporting, that includes account analysis, forecasting, sales activities, travel and entertainment expense reporting.salesforce.comMS OfficeConcurPC's and iPadCommunicationDeliver clear, concise and relevant verbal and written information and presentations to all internal and external audiences.Demonstrates the ability to maintain effective cross-functional working relationships in marketplace built on mutual respect, trust and interdependence, creating a win-win approach.Constructively shares critical information with management, peers and cross-functional teams as appropriate. (i.e. Professional Services and Medical Communications, BDI Sales Divisions, etc.)Understands the diversity of audiences and communicates to achieve positive outcomes.TeamworkActively participate in diverse, cross-functional teams, valuing and respecting knowledge, experience and the ideas of others.Contribute to free flow of information conducive to positive outcomes and effective team problem-solving.Support and act on constructive feedback, ideas and recommendations for improvement.Proactively keep management abreast of progress with critical business issues.Soft Skills Company Values & BehavioursAdhere to the Bracco's core values, including:Passion: Connecting People and Networking; Be YourselfExtraordinary: Leading People and Delegation; CourageContinuous Evolution: Insight and Learning Agility; Digital and Technology OrientationSustainability: Long-Term Value Creation; AccountabilityCore RelationshipsCustomers/Prospective CustomersPhysiciansSonographersDepartment AdministrationNursingPharmacyPurchasingKey Opinion LeadersBDI US Sales TeamCustomer Service & Fulfillment Department